C-GRADE, IS ALL YOU NEED

 A "C" GRADE, IS ALL YOU NEED

The Veteran

One could be forgiven for thinking that consultants are highly schooled, well-groomed fashionable personalities. This success image allows them to receive favor and a listening ear in business and society. The "image" can be very expensive to maintain. There is no question that many first impressions are won or lost on the basis of appearance. However, the secret of successful consulting is not hidden somewhere in their image. It takes much more than image to succeed and survive as an executive.

 

The consultant requires three primary qualifications. Certificate, Confidence and Competence. The fact that only a "C"-Grade is needed shows that an average person (like me) can make a successful consultant. The 'C's themselves are fairly much attainable and depend on how much you are willing to invest to acquire them. To be an effective does not have to be a major expense. Rather, it depends on the quality of your initiative rather than the amount of money you spend to create the right image.

 

Certification is an entry requirement even if you are employing yourself. Certified proven knowledge or tested skill on the job always gives you a good beginning. A certificate may mean a college education, but it may also mean experience, exposure or specific expertise. Lack of knowledge is not (normally) excused.

 

There are plenty of self-help books, materials and courses on "confidence", communication, presentation and motivation. Your growth depends on initiative. Consultants invest in their development for two main reasons: The first is because they are given a very short time in which to "state your case"; be it in a business meeting, a briefing with the CEO, or a sales presentation. Poor communication can ruin your chances of survival as a consultant. There is no time for long (unclear) explanations. The second is because they realize that many decisions are based on impression (hence the reason for the suave looks). Unfortunately, people often make poor assumptions based on looks. This is sad but true. A excellent consultant can lose a job because of making a poor first impression. This is something a consultant wants to avoid. The only thing worse than losing a job because of a poor impression, is winning it and then failing to make a good impression. Impression is important to a consultant.

 

The last "C" determines how long you will survive as a consultant. You can easily make it through Certificates and Confidence but Competence is the marathon. You need tools to keep you consultant competence honed. Many consultants try to be like "John" who is so good at "x" and forget their own talents. Your talent is unique. You are not in competition with anyone. Your achievements depend entirely on you. Develop your own talent and sharpen your own ability in order to keep relevant. You can never be "John". Don't try to be John. Survival is a long-term job. It is not here today and gone tomorrow. It is not about papers or impressing people, it is about staying relevant for as long as possible. Survival is more about your willingness to develop yourself into the best you can be to make a matchless contribution as a consultant.

 

A thought, a seminar, a challenge.

 

Allan Bukusi, 2006